PSYC 100 Lecture Notes - Lecture 19: Social Proof, Social Influence
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Attitude: a positive, negative or mixed evaluation of an attitude object (ie. a person, place, event, idea or thing) expressed at some level of intensity. Psych lecture week 19: cognitive and affective that predict behaviour relevant to that attitude, general attitudes predict general behaviours, specific attitudes predict specific behaviour, less prediction with mixed evaluation, can be explicit or implicit. Persuasion: the use of active techniques to change or influence a person"s attitudes. Social influence: how people influence others" behaviour and attitudes: conformity, obedience, compliance and persuasion. Cialdini"s 6 principles of influence: consistency and commitment. If we comply with a request, our attitudes change to match our behaviour, which then increases similar future behaviours. Once we make a commitment, we are more likely to follow through: reciprocity. We treat others as they have treated us: scarcity. We value rare/unavailable things more: linking. Liking someone increases our chances of complying with their request: social proof.